Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.
The course clearly defines negotiation and how better deals can be obtained when purchasing materials, equipment and services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their objectives and targets. With detailed input from the course presenter, desk-top and syndicate exercises plus a practice team negotiation, attendees will leave with the confidence to conduct negotiations by telephone or on a face to face basis.
Please see course content below or click 'Download Course Details' for a PDF of the course information.
Fee includes all tuition, comprehensive course notes and information hand-outs, morning and afternoon refreshments and lunch.
Tuesday 19th and Wednesday 20th June 2018
Doncaster Racecourse Exhibition and Conference Centre, Leger Way, Doncaster DN2 6BB
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What is Negotiation? Differences between genuine Negotiation and Alternatives, Options and Discussions / Beware the Salesperson’s Tricks! / Is Negotiation really about Win-Win or Win-Lose?
Teams Provided with Objectives & Time Limit to Conclude Negotiations / Debrief / Analysis of Approach / Analysis of Results / Recommendations for improvement.
Recognising and Managing the Key Phases / Preparation / Opening / Debating / Moving / Agreeing / Reviewing.
PMS Negotiation Preparation Worksheet / Treatment of Numerical Data / Identifying Strengths and Weaknesses / Defining Variables / Setting Objectives / Identifying and Using Concessions / Strategy.
The Negotiating Arena / Home or Away? / Opening / Order of Subject Matter / Use of Targets / Tactics & Techniques / Applying Pressure / Use of Language / Being Positive / Creating Movement / Persuade rather than Demand / Linking Movement / Breaking an Impasse.
Improving Skills / Making the Other Person Listen / Sequence, Style and Silence.
How Behavioural Aspects Can Enhance or Under-mine Your Message / Positive Body Language / Eye Contact / Facial Expressions / Gestures / Tone of Voice / Posture / Listening Skills / Reading the Seller’s Body Language.